Burns & McDonnell
Business Development Manager - Power (Multiple Locations)
Burns & McDonnell, Kansas City, Missouri, United States, 64101
Business Development Manager – Power (Multiple Locations)
We invite you to apply for the Business Development Manager – Power (Multiple Locations) role at Burns & McDonnell.
Burns & McDonnell is a full‑service, global AEC firm that excels at every step of project delivery. Our diverse service range gives clients access to a uniquely broad talent pool of professionals and enables us to solve some of the most complex challenges. We seamlessly plan, design, permit, construct and manage projects with one mission in mind: making our clients successful.
The Power global practice is seeking a Business Development Manager to develop and implement business development and marketing activities for engineering and construction consulting within the electric utility market. The focus will be to drive profitable growth of existing clients and the development of new clients through prospecting, client relationship development and assessment of target markets that support sales and marketing strategies. The Business Development Manager will also participate in the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions.
Responsibilities
Perform and coordinate all business development activities in assigned geographic/industry territory in accordance with overall corporate business strategy.
Increase customer awareness of the capabilities within Burns & McDonnell Engineering by continuously contacting new clients and maintaining existing client relations.
Manage client‑focused strategies and action plans that respond to client challenges and issues and create a competitive advantage for the firm to successfully obtain the work.
Manage business development teams in key opening and middle‑game activities, including conducting market research, analyzing clients and competitors, and collaborating to develop value propositions and pre‑Request For Proposal (RFP) collateral.
Identify emerging ideas by researching industry and related events, publications, and announcements; track individual contributors and their accomplishments.
Locate or propose potential business deals by contacting potential OEM partners and exploring opportunities.
Screen potential opportunities by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
Develop negotiating strategies and positions by aligning opportunities with company strategies and operations.
Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
Protect the organization’s value by keeping information confidential.
Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations.
Enhance the organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Identify new, non‑traditional and compelling solutions to a customer’s stated project scope of work to differentiate Burns & McDonnell.
Research trade shows for potential attendance and/or participation through speaking, presentations, client events, and arranging a booth. Recruitment of presenters and/or making presentations at the tradeshow.
Become an active member of relevant industry associations.
Identify synergies internal to the Burns & McDonnell organization in other global practices and regional offices to further the marketing effort.
Understand and communicate ongoing sales/marketing initiatives with other BMcD organizations.
Communicate regularly with other Business Development Leads and Project Managers; collect real‑time marketing data from the internal team and lead internal team marketing meetings.
Identify potential clients and build relationships at the highest corporate level.
Contribute to the annual marketing and sales planning process.
Commit to personal sales and marketing goals and develop a plan to achieve goals.
Capture, report and own opportunities using CRM; develop and report metrics through pursuit process.
Commit to compliance with company and site safety policies.
All other duties assigned.
Qualifications
Bachelor’s degree in engineering, architecture, construction or a related degree from an accredited program.
Minimum five years related professional experience in marketing, business development or sales promotion environment; experience in the A/E/C industry preferred.
Excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
Expert knowledge in the use of basic computer software (Microsoft Word, Excel, PowerPoint).
Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.
This job posting will remain open for at least 72 hours and will continue to be posted until filled.
EEO/Disabled/Veterans.
Job Function: Business Development and Sales
Primary Location: Kansas City, MO; Other Locations: Orlando, FL; Saint Louis, MO; Phoenix, AZ; Houston, TX.
Schedule: Full‑time; Travel: Yes, 75 percent of the time.
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Burns & McDonnell is a full‑service, global AEC firm that excels at every step of project delivery. Our diverse service range gives clients access to a uniquely broad talent pool of professionals and enables us to solve some of the most complex challenges. We seamlessly plan, design, permit, construct and manage projects with one mission in mind: making our clients successful.
The Power global practice is seeking a Business Development Manager to develop and implement business development and marketing activities for engineering and construction consulting within the electric utility market. The focus will be to drive profitable growth of existing clients and the development of new clients through prospecting, client relationship development and assessment of target markets that support sales and marketing strategies. The Business Development Manager will also participate in the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions.
Responsibilities
Perform and coordinate all business development activities in assigned geographic/industry territory in accordance with overall corporate business strategy.
Increase customer awareness of the capabilities within Burns & McDonnell Engineering by continuously contacting new clients and maintaining existing client relations.
Manage client‑focused strategies and action plans that respond to client challenges and issues and create a competitive advantage for the firm to successfully obtain the work.
Manage business development teams in key opening and middle‑game activities, including conducting market research, analyzing clients and competitors, and collaborating to develop value propositions and pre‑Request For Proposal (RFP) collateral.
Identify emerging ideas by researching industry and related events, publications, and announcements; track individual contributors and their accomplishments.
Locate or propose potential business deals by contacting potential OEM partners and exploring opportunities.
Screen potential opportunities by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
Develop negotiating strategies and positions by aligning opportunities with company strategies and operations.
Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
Protect the organization’s value by keeping information confidential.
Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations.
Enhance the organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Identify new, non‑traditional and compelling solutions to a customer’s stated project scope of work to differentiate Burns & McDonnell.
Research trade shows for potential attendance and/or participation through speaking, presentations, client events, and arranging a booth. Recruitment of presenters and/or making presentations at the tradeshow.
Become an active member of relevant industry associations.
Identify synergies internal to the Burns & McDonnell organization in other global practices and regional offices to further the marketing effort.
Understand and communicate ongoing sales/marketing initiatives with other BMcD organizations.
Communicate regularly with other Business Development Leads and Project Managers; collect real‑time marketing data from the internal team and lead internal team marketing meetings.
Identify potential clients and build relationships at the highest corporate level.
Contribute to the annual marketing and sales planning process.
Commit to personal sales and marketing goals and develop a plan to achieve goals.
Capture, report and own opportunities using CRM; develop and report metrics through pursuit process.
Commit to compliance with company and site safety policies.
All other duties assigned.
Qualifications
Bachelor’s degree in engineering, architecture, construction or a related degree from an accredited program.
Minimum five years related professional experience in marketing, business development or sales promotion environment; experience in the A/E/C industry preferred.
Excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
Expert knowledge in the use of basic computer software (Microsoft Word, Excel, PowerPoint).
Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.
This job posting will remain open for at least 72 hours and will continue to be posted until filled.
EEO/Disabled/Veterans.
Job Function: Business Development and Sales
Primary Location: Kansas City, MO; Other Locations: Orlando, FL; Saint Louis, MO; Phoenix, AZ; Houston, TX.
Schedule: Full‑time; Travel: Yes, 75 percent of the time.
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